Phase 5: Value Building

Objective:

By the end of this lesson, you will understand how to build value in a discovery call and be equipped with strategies to effectively communicate and demonstrate the value of their offerings. You will understand that building value in a discovery call is all about creating curiosity and then leveraging this curiosity to schedule the next steps.

Introduction:

In this lesson, we will focus on the value building phase, which is crucial for communicating and demonstrating the value of your offerings to your prospect. This phase enables you to highlight key benefits, and create curiosity and intrigue into your product or services.

Remember if this is a discovery call, the objective is to have them schedule a more in depth closing or strategy call where you will establish enough value to turn them into a client. This is important because at this stage of the sales process building value has more to do with creating curiosity and getting your prospect to start asking engaging questions…you need to leverage this curiosity rather than get too caught up with answering their questions

Strategies for Value Building:

There is a specific format you want to follow during the discovery call and it involves three key components:

1. Compelling Case: It starts with you making a compelling case as to WHY your prospect will be a perfect fit for your product or services. To do this you’ll use some of the reasons you uncovered in your needs analysis and qualification phase to link your product or services to the areas which benefit them most. For example…

“I think you are going to be a perfect fit for us and we have exactly what you’re looking for. Here’s why I say this, you mentioned [Problem 1] and [Problems 2] well that’s exactly what we’re helping our clients with. Let me explain how we can help…

“Most businesses really struggle with creating predictable sales growth and based on our conversation we can agree your business is no exception. Well at Scale Your Sales we help growing businesses better manage their sales by providing a full service solution which helps them Generate More Leads, Improve Their Sales Conversions, Maximize Their Revenues While Reducing Their Sales Expenses. We help them create the right growth strategy, then can assist in building and managing every aspect of their sales team.”

2. Your Value Role: Your Value Role is a scripted introduction into your product and services and should be no longer than 30 seconds long. It needs to include three components, WHY you do what you do, HOW you do it and WHAT you do. For Example…

Step 1: State Why This Pillar Is Important To Your Prospect

Step 2: Explain At A High Level What The Value Point In

Step 3: Explain How This Will Help Them

Step 4: Ask Them If They Agree

Step 5: Move Onto The Next Pillar

3. Their Three Pillars: Next you need to move straight into the biggest three pillars of value you can provide the prospect It’s highly likely that your product and service will provide value in more ways than the three you are mentioning here which is ok. You need to remember the purpose of building value in the discovery call is to create enough curiosity for your prospect and leverage this into your strategy or closing call. As such you don’t want to go into too much detail at this stage, so follow this format to get best results

Best Practices:

To enhance the effectiveness of the value building phase, consider the following best practices:

1. Leverage Storytelling: Engage the client by sharing success stories, case studies, or testimonials that illustrate how your solutions have positively impacted other clients. Storytelling helps paint a vivid picture of the value you deliver.
2. Tailor the Message: Customize your value building approach to align with the client’s specific needs, challenges, and goals. Connect the value of your offerings directly to their unique circumstances.
3. Be Concise: Remember, we are not trying to close a deal here, just create curiosity so be concise and avoiding getting too caught up in the details.
4. Ask For Feedback: Always be asking your prospect for feedback if they understand and see value in what you’re explaining.

Conclusion:

The value building phase is a critical component of a successful discovery call. By effectively communicating the value of your offerings, you establish a strong value proposition that resonates with the client. Highlighting key benefits, addressing pain points, and articulating your unique value proposition create a compelling case for working with you. In the next lesson,

Homework Assignment:

1. Write Your Script For Your Compelling Case Statement
2. Write Your Value Role
3. List All The Value Points Your Product or Service Can Provide Clients